Mindblown: a blog about philosophy.
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How to create an Account scoring model.
In this short post I want to review the what an Account Score is and what elements that you want to include to develop an Account Scoring Model. First, we need to define what a Lead Score is, and how that can influence and build the Account Score. A lead score is based on an…
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The B2B Buyer Persona
In previous posts we reviewed the TAM (Total Address Market) and the ICP (Ideal Customer Profile). Now we need to fill out details on our ideal buyer or decision maker. First, we need to define what a Buyer Persona is? A Buyer persona is a simplified fictional depiction of your customers and the primary roles…
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The Ideal Customer Profile aka ICP
In my previous post, How to Execute A Successful Sales Territory Business Plan? We discussed how to build a TAM. I do not want to confuse this with the Ideal Customer Profile or “ICP”. The TAM is used to define the right audience. This is the universe of everyone you can sell to and is…
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Revenue Operations Scorecard
In this post, I want to take a deep dive into the key metric that Revenue Operations should report on for a SaaS company. One of your fundamental roles is to keep the score, and this is accomplished by creating, updating, and understanding what the key metric is to track. In this ever-evolving world, we…
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Revenue Operations – The gears to make revenue flow. Part III (Customer Success Operations)
Customer Success (onboarding/expansion/retention) Customer Services operations involve working with professional service teams, customer success teams, customer support teams, and customer experience teams to make it as efficient as possible for those teams to create an outstanding customer experience. To do so, service operations specialists will support and amplify team capacity, set up and maintain infrastructure…
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